International Sales Steering by Result Framing

Dr. Wolf W. Lasko is Managing Director and founder of Winner’s Edge, Resulting Company for strategy, distribution and innovation in Germany. His key activities are change resulting, creative innovation processes, sparring guidance and steering sales. He is the author of 22 books.Dr. Lara M. Lasko, MBA, is Managing Director of the Think Result company in Switzerland. The consulting company specializes in sales and concepts with focus on international sales management.

• The exigency of a new sales steering by result framing.- The benefits of result frames: orientation, project steering, global usage, no unproductive data flood, action impulses instead of ex-post intelligence.- How result frames replace motivation and why they take hold faster than change processes.- The innovative force of the eight sales steering Instruments: points of difference, potential lines, winning customers, potential matrix, political poster, success platform, negotiation, charisma.- Practical use of sales steering instruments: variable utilization of instruments, implementation in pragmatic action programs, helpful drivers, obstructive snares.